Hello Solar Squad,

Solar companies always ask us the same question: what's the best way to run a system virtual or in-home?

Here's the honest answer: it's not one size fits all.

Some of our clients close exclusively over the phone. Some are 100% in-home. Both work. But when we look at the numbers across every account we run, one pattern is impossible to ignore… the companies getting the most out of our setup are closing in-home.

The hardest issue to solve for virtual is the show up rate to google or zoom calls being at around 60%…

Let me show you why, using real figures.

The In-home Numbers

Ultra runs our PPA funnel and closes in-home. Here's what that looks like in practice:

✅ ~29% Lead → Appointment — Our qualified PPA leads turn into booked appointments at nearly 1 in 3.

✅ ~27% Appointment → Close — More than 1 in 4 in-home appointments become signed contracts.

✅ ≈ 0% No-Show Rate — This is the number that changes everything.

Most companies obsess over lead volume. The real leak is the no-show. You can't close an appointment that never happens — and virtual setups bleed here constantly.

Why In-Home Wins With Our Funnel

It's not magic. It's a sequence built on trust at every touchpoint:

🚩 The Pre-Appointment Call — A quick call the day before the visit to qualify and build rapport. By the time you knock, the homeowner already knows you. This is the #1 reason no-shows drop to near zero.

🚩 One Consistent Identity — The chatbot, texts, and calls all go out under the same name. So the closer at the door isn't a cold stranger, trust never resets.

🚩 Full Transparency, Face to Face — Put every option on the table: Purchase, TPA, and PPA. Hiding an option loses the deal the moment a competitor reveals it, and that's far harder to pull off over a phone screen.

Why This Works Best

The reason our setup pairs so well with in-home comes down to one thing: our funnel pre-educates the lead before anyone speaks to them.

By the time the appointment is booked, the homeowner already understands the PPA structure from the landing page and the follow-up. So the in-home conversation isn't about explaining solar it's about fit. That's a fundamentally easier, higher-trust, higher-close conversation than starting cold over the phone.

Phone closing works. But in-home, layered on top of a trust-first funnel, is where we see contracts signed and no-shows disappear.

One Caveat: Scalability

If your plan is to scale an in-home appointment closing machine it’s going to take a lot more time and effort.

That's the real trade-off: virtual scales faster, in-home closes harder. The right answer depends on your market, your team, and how aggressively you want to grow.

Want to see how we'd structure this for your team?

Book a demo call. We'll walk you through:

✅ How we pre-educate leads so your in-home close is about fit, not explanation
✅ The pre-appointment call sequence that takes no-shows to near zero
✅ How to decide whether virtual or in-home fits your market and team

Kind regards,

P.S. Try to use this info in your next campaign and let us know how much better it helps you preform.